No Broke Months For Salespeople - Finding Balance Between Speed and Building Trust

Episode Date: October 20, 2024

Finding Balance Between Speed and Building Trust Sales Coach Dan Rochon from No Broke Months for Salespeople discusses building trust with your clients. Dan discusses whether it's better to do one video call with your client or to break it up into two conversations. Learn why learning how to balance the speed of the process in the latest No Broke Months for Salespeople episode.  To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

So we look at the speed to process. The speed to process is vital. Okay, so it's the balancing the speed to process with the relationship development. So sometimes it makes sense to do it in two video calls. I really like to slow down the process up front. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs. As you immerse yourself in this show, you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach to sell method. Get ready to transform your approach and achieve unparalleled success.

Hello, friends. My name is Dan Rochon. I'm the host of the No Broke Months for Salespeople podcast, where you learn how to teach to sell, which is the new way to persuade human behavior. And when you teach to sell, you're going to unlock consistent and predictable income. You're going to strengthen relationships to achieve self-fulfillment,, you're going to unlock consistent and predictable income. You're going to strengthen relationships to achieve self-fulfillment. And you're going to avoid the number one sales mistake to never face rejection again and learn how to use normal realistic programming to influence and handle difficult people. Welcome to the show. Finding balance between speed and building trust sales coach dan rashan from no broke months for salespeople discusses building trust with your clients dan discusses whether it's

better to do one video call with your client or to break it up into two conversations learn why learning how to balance the speed of the process in the latest no Broke Months for Salespeople episode. So the gentleman came in and he was from my Virginia housing class. OK, so I taught him a class and then he's been in my pipeline for maybe, I don't know, four or five months and he had some things happen in his family. And so what happened was he went back to the lender. The lender pinged me, Hey, Dan, Darren Nickers, his name is, is applying for the loan today. So I called him. And when I called him, he wasn't able to talk. And I set up the video console.

At this point, I had no idea of what he was looking for. Okay. So then at this point, live on the call, I went through and I found four homes. I shared with him those homes. He didn't like any of them. And I had one conversation with him, which was the market data. So the market data where I shared with him of what the market's been doing. And I demonstrated to him how it's in his advantage for him to buy now rather than wait till later in the spring. So then what I did was I set up a second video conversation with him later today. Okay. So now the video conversation later today, I know that I checked off on my list yesterday.

I had one conversation with him of all the conversations that we're supposed to have, which is the sharing the market data. All right. So then later today, what I'm going to do is I'm going to share with him more homes. So this is the second video conversation. And then I'm going to have the home inspection conversation, two showings or less, et cetera. So sometimes it makes sense to do it in two video calls. I actually like doing it in two video calls more so. I teach to do it in one video call only because for me to get agents to do it, one video call is a stretch in of itself. And so because I really like to slow down the process up front.

I sort of like to break it up. And the reason why is because if you think about it, do you think she's going to go someplace else after you've had one phone call with her? I've had one phone call with her. She doesn't remember the phone call she had with me, right? Well, unless if she hasn't talked to other agents, but she probably has. Okay. So if she has talked to other agents, she doesn't remember talking to me necessarily. Okay. But she remembers talking to you because you were the only one on the video with her.

And then you had the second call with her today and that's on a video. And so now it's like, you're the only guy. Do you think she's going to go anyplace else? It's just so I don't mind actually breaking up. I actually prefer it. Yeah. And then within that, I still was able to within that quick time, I wanted to establish that rapport, too. Yeah. So, you know, I at least got her, you know, chuckle a couple of times on some things to let her know I was in tune with what she was looking for. So hopefully that also solidified it. This is a textbook expert case right here of what you're talking about. And so with John Turner, with yours as well, because it's, so we look at the speed to process. The speed of process is vital. Okay. So it's the balancing the speed to process with the relationship development. Okay. And so when you look at it and say, if on day one, you have a

video conversation with them, day two, you have a video conversation with them. Day two, you have a video conversation with them. Day four, you're out showing them homes. Okay, that's a pretty rapid process of which you are also solidifying the relationship simultaneously. Because that's actually sort of a perfect framework. Thanks for listening to the show today. I am truly passionate about watching great business owners like you and salespeople to grow. And nothing excites me more than hearing your incredible success stories. And I invite for you. In fact, I dare you to reach out to me on social, Dan Roshan, and ask me any question, whether you're struggling or just want to share one of those great success stories.

And I promise you, I'll reach back to you. So until the next time, have the best day of your life. Be grateful, make good choices, go help somebody. And let's connect on social.